Professional Selling and Sales Force Management

Catalog description

This class will focus on the fundamental principles of personal selling. Topics include the economic problems connected with personal selling, an analysis of products and markets, the interview and the selling process, and building relationships and goodwill. The class will also focus on a strategic approach to the process of planning, organizing, directing, and controlling the activities of the sale force. Prerequisite(s): MARK 380 . Corequisite(s): None.